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You COULD generate more referrals than you could handle if you use digital well
by Tony Vidler        Regular readers will know that I am a massive fan of using social media and other digital marketing tools and tactics, especially in professional services where we are trying to market our expertise, rather than sell a tangible product.  My reasons are simple: we need to create recognition in our target markets […]
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Help Referrers Really Understand Who You Want To Meet
by Tony Vidler        One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]
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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals.   In fact there IS a good chance that you will jeopardise your existing […]
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Referrals: You are probably letting hundreds go each year
by Tony Vidler        Why so many professionals struggle to get referral business consistently generally comes down to 2 things:   1.  They don’t position for them 2. They aren’t prepared in advance   Something like one-third to a half of the people we engage with might be prepared to provide referrals – IF we […]
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Word of Mouth prospecting is still where it is at!
by Tony Vidler        Digital marketing and using social media to create an audience and engage with prospective customers is essential for professional services today…BUT…   Word-of-mouth marketing is still where it’s at in professional services.   In fact, it is more important than ever before.   The more impersonal that society becomes and the […]
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Unremarkable Means Un-Referable
by Tony Vidler        Virtually all professional service firms would love to work on referral business alone, but somehow struggle to even get to the point where they have regular referrals from clients that are unsolicited.  They are simply not referable.   The missing ingredient for many service firms is remarkable service.   Customers are […]
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How To Generate Referrals When You Want Them
by Tony Vidler        Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals.   Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
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Building a Referral Business is Systematic
by Tony Vidler        Building a successful advisory business requires building a successful referral system.   In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an adviser remembers to try and obtain one. […]
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professional advisers working together
How to work in tandem with other professionals
by Tony Vidler        Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals.  Yet, the challenge is often not the client, but the other professionals in making this a reality.   We need to be able to show the other professionals who work […]
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Creating advocates
The 5 big C’s that will create advocates for you
by Tony Vidler        If you want to move clients up the loyalty ladder and create genuine advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy.   In this quick tips video we discuss these […]
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